Account Manager

• Articulates a two-way connection between the customer's core KPIs, business priorities and initiatives, and the plan to support the customer with IT solutions. Influences the decision-making of customer executives including the C-level through credibly describing the value of HPE's solutions and their relevance to the customer's priorities.
• Proactively builds and executes a plan to drive growth and profitability across HPE's portfolio, in a structured and recurring way. Continuously accelerates growth in HPE's strategic value portfolio through positioning these solutions with an ever-widening network within a customer. Formulates and presents technology choices for the customer that will expand HPE's presence and margin in the account. Actively leverages HPE programs and tools (e.g. Executive Sponsors, BU deal support, and supply chain programs) to improve business performance.
• Actively engages with the customer to identify opportunities, starting from the higher levels of the customer organization. Translates customers' business challenges and goals into IT opportunities in a compelling way. Proactively ensures a strong and rightsized pipeline funnel from the account team. Leads and governs pipeline building activities for the account, delegating to other account team members as appropriate..
• Knowingly invests in maintaining and developing a professional relationship network within the customer to maximize efficiency and effectiveness for HPE.
• Develops and maintains comprehensive view of the partner landscape in the account - from both IT and vertical industry perspectives. Proactively develops partner relationships. Runs an active governance process for the partner network for the account. Works with the Partner Business Manager to assess and update the partner strategy for the account.
• Constantly develops and updates expertise in IT technology. Engages effectively with the customer's CTO/CIO. Articulates relevant modern trends in IT and presents them to the C-level within the customer when appropriate. Describes portfolio pieces in detail and references their use in other customers. Mentors others within HPE.
• Actively builds, develops and leads the extended account team. Runs a comprehensive governance with the extended team and empowers the account team to engage on different levels within the account. Establishes a recurring process to provide feedback to the account team members and the relevant managers. Actively works with relevant managers to provide development opportunities for extended team members.
• Education and Experience
• University or Bachelor's Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired.
• Typically 8-12+ years account management experience.
• Experience in IT industry.

working as an IT leader, within an IT department, and/or working within customers is a plus.

• Experience in vertical industry preferred.
• (Extraordinarily) strong track record of account management and sales performance.
• Experience in different sales roles is a plus.
• Experience in big data, hybrid IT, IT services, digital business, information security, AI and intelligent edge desired.

Knowledge and Skills

• Drives Results : Shows strong will to win, is persistent in face of obstacles and has a clear results orientation.
• Strategic Planning : Exceptional at articulating a vision for the future and a path to achieve it in an account business plan, aligned with the HPE strategy, direct leadership, and the HPE business units.
• Sales Execution : Able to efficiently deliver on short term sales engagements and objectives.
• Continuous Learning : Continuously and actively pursues own learning, and shares knowledge with team members.
• IT Industry Acumen : Builds and maintains comprehensive knowledge of cutting edge IT industry developments and technology trends with potential impacts to our customers.
• HPE Portfolio Knowledge : Builds and continually updates a comprehensive understanding of HPE products, solutions, and service offerings - their value propositions, competitive differentiators, and benefits to our customers and our customers' customers.
• Team Leadership : Highly skilled at leading teams (including dispersed and indirect team members) successfully through sales engagements in a complex matrix organization.
• Network/Relationship Building : Highly skilled in creating strong professional relationships across all levels of the organizations internally and externally; understands and leverages the value of networks and collaboration.
• Two-way communication : Able to listen actively to understand the perspectives of others, and to articulate value propositions, plans, and proposals in language highly relevant to the customer, partner or internal stakeholder.
• Influencing and Negotiating : Understands and expertly leverages influencing and negotiation techniques.
• Business Acumen : Understands how different parts of a business interoperate to produce business outcomes and how actions impact company results. Demonstrates thorough understanding of general business concepts and the economy. Able to understand financial reports and make relevant conclusions for planning. Similar principles apply to public sector organizations.
• Operational Excellence : Consistently able to show predictability and operational excellence both internally and externally.
• Integrity : Acts with integrity throughout complex situations even if under pressure.
• Vertical/Industry Knowledge Preferred : Understands the customer's industry landscape, enterprise architecture, and partner and influencer ecosystem, and is able to use this knowledge to build and advise the customer on its digital journey plan.
• Consulting : Can synthesize a number of skills and relevant knowledge to guide the customer through a process of achieving business outcomes leveraging HPE's portfolio.

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